“I need to think about it.”
The win rate on these deals: 5%
Part of the reason for low win rates is that sellers are not addressing the indecision behind this phrase. Instead, they’re applying pressure and fake urgency.
When a prospect is indecisive, pressure does not help – it hurts.
How to fix – that’s a lot to answer in one post. But here’s a few things to consider:
- Don’t let it get to the point a prospect says that
- Don’t overwhelm them with information
- Show a clear path to success
- Show clear value
- Lead them
Recognize that these buyers do not have FOMO, they have FOMU (fear of messing up) – address that.
More to come.
Grateful to Dixon & McKenna’s new book, The Jolt Effect, for many of these insights